1. November 20, 2013
Power Engage Pilot Framework
Jonathan Jewett, Principle
Lance Knight, Principle

2. Team
Jonathan Jewett, Co-Founder & Principle
 19 years sales experience; 16yr technology
 Closed > $25M in revenue
 Expert at sales execution, building sales organizations
Lance Knight, Co-Founder & Principle
 Serial entrepreneur
 18 years technology and startup experience

3. Results
 More revenue
 Forecast accuracy
 Win bigger, more often  Competitive advantage
 Shorten cycle
 Common language
 Professional image
 Resource utilization
 Better planning

4. Engagement
Duration – 6-8 weeks
1. Questionnaire
2. Interview key stakeholders
3. Custom pilot program for 1World
4. 1-2 days onsite training
5. Monitoring & support

5. Relentless process for pilot execution
Pre-evaluation
Conclusion
Evaluation

6. Deliverables
1. Process flow
2. Evaluation questionnaire
3. Pilot charter
4. Use case prompters
5. Customer Playbook
6. Training
7. Support

7. Thank You
Jonathan Jewett
jonathanjewett@yahoo.com
617-650-9317
Lance Knight
lknight@knivis.com
404-

8. Supplemental

9. Pilot Framework
Pre-Evaluation
• Evaluation questionnaire
• ‘Go’ meeting
• Use case prompters
Evaluation
• Pilot Charter
• Sales execution
• Playbook
Conclusion
• Advocate selling
• Close meeting

10. Pilot Framework
Pre-Evaluation
• Evaluation questionnaire
• ‘Go’ meeting
• Use case prompters
Evaluation
• Pilot Charter
• Sales execution
• Playbook
Conclusion
• Advocate selling
• Close meeting